Here's how you can establish rapport with potential clients during an interview.

It all comes back to one word. LISTEN. Here are subtopics to Listen. Let them finish their statement or thought. Don't talk over them. Repeat back what you heard to be sure you got it right. Ask probing questions. So much more!

I like to use the skills learned from the book "Challenger Sale" *Uncover hidden frustrations: Listen beyond words for sighs, furrowed brows, and hesitant pauses. *Paraphrase for clarity: Ensure understanding by reflecting back key points and emotions. *Build trust to challenge: Earn the right to challenge assumptions by truly listening first.

I was taught to have business conversations using the SPIN/BANT methodology. This method has always worked well for me because it incorporates active listening skills; you are listing to understand, not just listening to respond. If you are sticking to the outline correctly your prospective customer should be able to tell you exactly how your solution will resolve their challenges, ultimately meeting their underlying need. Asking open ended questions to elicit more information in their responses while remaining friendly and personable in conversation are additional key factors the salesperson must intentionally portray for this method to be successful.

"Saying "Tell me more" is an excellent method to demonstrate engagement and to gather as much information as possible from your client. Having open body language helps people feel more at ease. Additionally, circling back to something they've already mentioned and asking for further explanation can be beneficial.

Efectivamente no es tanto lo que digas sino como escuchas. Eso es lo que la gente realmente aprecia. Mi experiencia es que al final lo más importante es generar el canal de confianza y eso lo da el interes que pongas en lo que te cuentan

Personal connections are crucial in building relationships. Regardless of our apparent differences, we all share commonalities with others; at the end of the day, people are people, and interpersonal connections can be profoundly impactful. When meeting others, focus not on the potential sale but on the individual, you're engaging with.

Efectivamente como dije en la anterior reflexión el canal de confianza es lo.importante y el interlocutor lo percibe ya que no es fácil que las personas abran su canal porque o.no se quiere o no se tiene tiempo. Esa es la realidad

We've all crafted scripts in our minds for the product we're consulting on. Take what works for you, and concentrate on refining and updating it as you progress. Simplicity can make a significant impact.

55% of your communication effectiveness is based on body language. It's not just what you say, but how you say it. With open body language and a pleasant smile, you can make a significant impact.

As consultants, transactional selling may secure a single sale, but consultative selling fosters a partnership that will accompany you throughout your career.